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Podcast: Sitting Down With cbdMD, Feat. Execs Pancho Mangual and Yoshi Tochicki

Podcast: Sitting Down With cbdMD, Feat. Execs Pancho Mangual and Yoshi Tochicki

Greeting from John Wiesehan III:

Welcome to The Live Well, Be Well Podcast. Our goal is to address the trials and triumphs of daily life and always being better in all aspects of your life by looking forward to new challenges, but by being present today. We hope you get inspiration to live better, be better, and learn small habits that you can incorporate into your daily life to accomplish your goals. Let’s get started.

John:

Hey, hey, guys. Welcome. Thanks for joining us today. I’m John Wiesehan III, CEO and Owner of Direct CBD Online. Today, it’s a special guest. I’m going to call it our very first vendor spotlight. I have the EVP, Executive Vice President-

Pancho Mangual:

Wow.

John:

Of cbdMD, Pancho-

Pancho:

Mangual. What’s up-

John:

Mangual.

Pancho:

How are you? Thanks for the opportunity. Looking forward to hanging out.

John:

I’ve known Pancho for, I don’t know, two or three years now, maybe, on and off?

Pancho:

It’s been a minute, it’s been a minute.

John:

It’s been a little bit, but Pancho’s always been awesome. Really down-to-earth guy and I’m really looking forward to kind of digging into CBD and what he’s brought to the industry and his company. Not your company, but the company you are associated with, cbdMD. Awesome brand for us. It’s definitely in our top three for sure, no doubt about that. You guys crush it in the athletic space. Tons of athletes use your product, so I’m really looking forward to digging in. We also have Yoshi here. No last name needed, right?

Yoshi Tochiki:

I’ll go with that.

John:

Yoshi Tochicki. Yoshi’s here. Yoshi has been here since the very ground floor of cbdMD back in late 2017, I believe, so we’re really looking forward to getting some insights. He was, from what I understand, the jack of all trades in the very beginning, so looking forward to kind of how all of that ironed out and what you did to make this such a great company with everybody that you worked with along the way.

Yoshi:

Yeah, I’m excited.

Pancho: Reluctance toward CBD turns to industry leadership

John:

Yeah, man. Okay, so real quick, Pancho, just give me a little bit about your background and how you got into the CBD space and how kind of your background influenced how you got to where you are in the seat today.

Pancho:

Well, the bulk of my career prior to my building sales teams all over the country was in radio, funny enough. That’s why the mike, I love it, I’m glad to be here. It’s super comfortable.

John:

Yeah, we brought the mike out of the box. He’s like, “Hey, that used to be mine. I know that mike.”

Pancho:

That’s exactly the same mike. I still have it. When I got out of radio, my parting gift, they gave me the mike. I was like-

John:

That’s pretty cool-

Pancho:

At the time I wanted to sell it. I was like, “Man, this is a nice mike. Can I just get cash?” Did radio for a while, got into online advertising, sales for a long, long time. Then, toward the end of my career building teams with Hearst, the media company, the founder of this company which we had worked before reached out.

I didn’t have a whole lot of background on the cannabis industry, so initially, I was extremely resistant due to the reason that most humans in our world are resistant, just ignorance. I just didn’t know enough. The first time she reached out, I started doing my research and it was just incredible, super fun to learn the realness. 30 years of negative propaganda had absolutely infiltrated my brain, so I didn’t know what I was looking at.

Just continued to do research, continued to look for overseas case studies because domestically we had very little that we could leverage to learn more. Then, ultimately, I tried the product, and in trying the product I experienced some benefits and enhancement of quality of life of my own, at which point I reached back out to the founder.

I was like, “Okay, let’s talk vision, let’s talk mission statement, let’s talk, where do you see this going?” Then, after three months of consulting, took a leap of faith, left my lovely home State of Texas-

John:

Great state.

Pancho:

Yeah, and came back to the Carolinas where my father was stationed with the military. I knew this area and we skyrocketed-

John:

That’s awesome-

Pancho:

And built from there.

John and Pancho’s personal experience with CBD products

John:

When you tried the product, what was your product of choice?

Pancho:

I wanted-

John Wiesehan III:

What did you start with?

Pancho:

I wanted to start with the tinctures because that was where the bulk of the scientific studies that you can see was based off the tinctures were administrating into their regimen. That’s where I started. Initially, I started with a lower milligram. I felt a little bit better, but again, I was a guinea pig. I wanted to see, “What’s the worst thing that could happen if I just drink this bottle versus just dropping it just there?” Started cataloging in my journal of how many milligrams I was taking and then found my sweet spot and…

John:

What is your daily regimen today? What did you kind of settle in at?

Pancho:

I currently use a 1500-milligram tincture. I take 50 milligrams in the morning. I then in the afternoon take a gummy, just because I love them-

John:

They’re so good.

Pancho:

And then at night right before, I take the CBD PM because I’ve never really been able to sleep, period. I still kind of don’t, but in the past prior to CBD, I would have intermittent sleep. I would be on for an hour, back up for half an hour, back down for an hour, back up for a half hour, and them, ultimately, get about three to four hours of sleep a night, but it was on an off. My wife loved it. Netflix was my best friend, but now the PM allows me to have those three hours consistent and I’m super thankful and so is she.

John:

If I had to guess, the PM that cbdMD makes is probably your number one seller, that or the gummy.

Pancho:

It’s close-

Yoshi:

Right.

Pancho:

It’s very close, and it goes back on and off. COVID has obviously changed the game. We’ve seen a lot of different trends in product sales, but notoriously prior to, our number ones were the gummies, the freeze, and the PM, but ever since we launched the PM gelcaps

John:

I was going to ask you about that.

Pancho:

Yeah, it changed the game because, full transparency, I personally don’t enjoy the flavor of the tincture PM, but I know that the bioavailability is different.

John:

Are you guys seeing the capsules sell closer to one-to-one? I mean, the tinctures have more history, so it’s going to sell more, right?

Pancho:

Right.

John:

Do you think the capsules are going to kind of come to a one-to-one ratio over time? Do you see that type of growth trajectory on them?

Pancho:

I hope so. It’s kind of hard. I mean, with the launch of any new product we’re just-

John:

It’s hard to tell.

Pancho:

Blessed that people have been very well accepting of it, but I think it’s going to turn into one of those that if I’m traveling, I’d rather have the gelcaps or-

John:

Easier to travel with, true-

Pancho:

They’re easier to travel with, easier to share. During COVID, we’ve absolutely seen that with all gelcaps, not just the PM. People at home have it easier to share that piece without too much fear of contamination. I don’t know, man. This whole industry, we were just talking about it earlier. It’s so hard to capture trends because the more that people become educated on what it can and will do, the more the needle keeps doing this.

John:

Yeah, and it’s funny. You guys are in E-commerce. You’re also huge in retail and it’s interesting because the whole B2C space is just wide open.

Pancho:

Oh yeah.

John:

The cool thing about being in a B2C platform in a marketplace, we’re a marketplace, you guys obviously have an online shop, is you have endless shelf space.

Pancho:

Oh, sure.

John:

You’re not fighting anybody. You throw 5,000 items out there. If it sells, great. If it doesn’t, the consumer didn’t like it, you flip it off and you move on.

Pancho:

Yeah.

Expanding cbdMD’s international reach

John:

It’s a great testing ground for new items, too, to understand what the consumer acceptance is going to be, all sorts of things like that. It’s really, really neat. You came in here. Talk a little bit about, if you don’t mind… I know you mentioned Hearst a little bit. This is more about you as a person, but talk a little bit about your experience as a multi-lingual EVP in this category-

Pancho:

Oh, wow-

John:

And if that’s helped you at all.

Pancho:

No. I mean, look, the space that we’re seeing a ton of growth, and Yoshi’s been instrumental in catering to, is the international space. The international space is massive, and even domestically, which is something we were talking about today is to be able to offer specific wholesalers collateral that’s in Spanish.

Because of regions like Texas, regions like Florida, regions like Arizona and New Mexico where there is a large Hispanic community, to be able to offer education and collateral that is in Spanish, it’s a big deal.

John:

Huge.

Pancho:

That’s a big deal. We have seen massive growth in our wholesalers in Latin America, Spain over in Europe as well, so we’re just continuing. For me, being bilingual, it’s weird because a lot of the verbiage and a lot of the education that I was subject to to learn CBD was in English, so a lot of the terminology-

John:

Oh yeah.

Pancho:

Was like-

John:

I can see that.

Pancho:

Google Translator doesn’t really have a great endocannabinoid system translation, so-

John:

Not yet.

Pancho:

Having to like meet and reach out to players and friends that are in the pharmaceutical world and be like, “Hey, how do you say this in Spanish for real? Not what Google Translator”… Being able to connect and engage Spanish-speaking wholesalers and clients has made a difference.

John:

How do you say endocannabinoid in Spanish?

Pancho:

Yeah, I don’t really know.

John:

Give me your best shot.

Pancho:

… I don’t know. I don’t really know, because a lot of the words don’t-

John:

No, it’s true.

Pancho:

Translate. Yeah, they don’t.

John:

That’s cool.

Pancho:

They don’t really translate, but it’s made a difference for sure.

John:

Yeah, sure. Yeah-

Pancho:

It’s made a difference and just being able to speak on the different regulations that are in South America versus Spain versus even Asia, right?

John:

Right.

Pancho:

The Japanese market, it’s nuts.

John:

Right. That’s so cool.

Pancho:

We’re doing the best we can to be advocates on every platform. Europe has been ahead of the U.S. forever, though. Their case studies in-

John:

You guys ship to the UK, I assume, right?

Pancho:

Yes-

John:

Yeah.

Pancho:

But even like if you look at the CBD case studies in Israel, in Germany, in the UK, it’s brilliant. It’s brilliant what they’ve been able to do, so I’m just excited to see how-

John:

Seems like-

Pancho:

The U.S. catches up.

John:

Well, it seems like a much more objective approach to science versus… Like, I mean, the U.S. has it’s politics, which I think-

Pancho:

Sure.

John:

Overshadow way too many things in the world. We don’t need to go there today, but they take a much more subjective approach that’s driven by politics and policy versus trying to make it better. They try to fit what’s new into an old box.

Pancho:

Sure.

John:

It always take them a little bit longer to catch up, and hopefully we’ll get past that over time. Let’s talk about Pancho for a minute because I have a lot of respect for you and what you’ve done in this company-

Pancho:

Thanks, man.

A responsibility to the world and CBD consumers

John:

And your team is pretty cool. What mantras or guiding principles do you have as a person to live well and be well? What motivates you? What gets you going every morning?

Pancho:

Wow. Fear, a little bit of fear. Fear of failure kind of gets me going, always has, but I mean, look, Yoshi has been… You and I have been the only ones hanging out in this building since COVID, so I’m probably driving you crazy. I take the responsibility of the crew and everybody who sacrifices to win in this company, almost too passionately, so I never want to let them down. I do the best that I can.

I know nobody’s perfect anyways, but I really was inspired by just the CBD molecule. What it did to me, what it provided as far as wellness for me, and when you see the different people that are exposed to cbdMD and the things that it does and the quality of life upgrade that it provides them, it’s pretty inspiring.

I’ve always been very passionate. I’ve always said it to the crew, “Look, if we’re doing our job to the best of our ability, we are going to expose and make cbdMD an option to so many Americans and people on a global stage that have never had the option to CBD versus an opioid versus a painkiller versus this, that, and the other, that it will absolutely change them. On that-

John:

So true.

Pancho:

Point alone, if we’re doing our job, more people are going to see it and more stigmas are going to be torn down. If we can make a living and provide for our families doing something that’s good for the world, then high five.

John:

Yeah, so that’s an interesting point and you guys are doing an amazing job. You as a brand, we’re different as a marketplace, but you as a brand… Actually, I think now that I’m saying that out loud, I think our values and our responsibilities are aligned in that we have to give the customer a quality product that has a certain level of efficacy and that works for them.

It’s our responsibility to make sure that they don’t have a bad experience because if you put a bad product in the hand of a consumer, you don’t know how many people they’re talking to because the category is so new it could ruin their outlook on what CBD has the potential to be in the future.

As a marketplace, we’re putting the trust in our brands that are doing that, but you guys have an even higher responsibility than we do because we’re trusting you and you guys put out an amazing product that continues to resell time after time after time again, which is incredible. That responsibility is high.

Pancho:

Yeah, I mean-

John:

You know?

Pancho:

Yoshi was here before I was and his work was very integral in my decision-making as far as joining the team because of the responsibility.

In the cannabis world, something we’ve been very blessed with is that when you look around, it’s more of a collaborative effort because we’re collaborating to break down the stigma and bring this product to a mainstream platform that many and everybody can benefit from.

The only people that we look at as competitors are people that aren’t as legit and/or muddy the water and create and add to the skepticism of, “Does this work?”

Our initial go-to-market strategy was to get in front and place our product in states and areas where people would get proper expectation and/or education. That’s why we were pretty bullish on going to compound pharmacies where we know that when this person grabs it and is wondering, “How many milligrams? How does this work?” The typical questions, “Is this going to get me high?”

Why consistent use is key for those new to CBD

John:

Right, right.

Pancho:

“Is this going to work? How does this work? If I just take it once, what milligram should I use? Should I use a topical?” All those questions. Initially back when we launched, it was critical that we put them around people that were going to give them proper expectation because, otherwise, they look at this slew of products, paralysis by analysis.

They buy it thinking, “Oh, I just have to take this once. I take it once, ‘Oh, this doesn’t work. I knew it. This is just another gimmick.'” We’re adding to the issue. That’s why the education piece has always been at the forefront.

John:

Yeah. I’ll say about this product, man, consistency is key. You have to give the product time to work.

Pancho:

Absolutely.

John:

If you take it one day and you didn’t see a massive benefit in how you feel or kind of your overall opinion of the product, just like anything, you have to do it over time to see the biggest impact.

Pancho:

Well, it’s expectations-

John:

Yeah, totally.

Pancho:

It’s setting expectations and realizing that everybody’s endocannabinoid system is unique and everybody’s pain threshold is different. It’s having the right expectation like, “Is this supposed to give me blank result? If so, then it didn’t work.” Well, that’s not the intent of the molecule and that’s not how your system may or may not… I mean, what else are you doing?

John:

Yeah. It’s funny. For me, full spectrum, my body does not react well to full spectrum.

Pancho:

Interesting.

John:

It just mellows me out. I just want to go to sleep.

Pancho:

Oh, wow.

John:

Which is great, right?

Pancho:

Well, if that’s your intent, then-

John:

Yeah, that’s my intent-

Pancho:

Your sleep aid.

John:

Yeah, then I have that, so I use it for that, but in the morning when I take isolate around midmorning, it’s focus, it’s energy, it’s no afternoon slump. It helps with digestion, it helps with bloating, inflammation. Isolate is my go-to. I take 80 milligrams once a day of isolate and just a couple of drops of a full spectrum and it’s all I need, man, like two drops and that’s it.

Pancho:

See, you did what most people don’t have the patience to do, which is-

John:

Figure out what works-

Pancho:

Figure out what works for you, and I guarantee you throughout your full spectrum… I mean, this category is so young, like CBD, CBG, CBN, CBC. I know we’re always talking about CB1, CB2, or-

John:

That’s just starting. We’re at-

Pancho:

That’s just starting.

John:

The very beginning of that part.

Pancho:

I am so stoked to hear about other receptors and other cannabinoids and other terpenes, too, with the way that different terpenes coexist with these different cannabinoids. The sky’s the limit, but to your point, you got to figure everybody out. It’s not like three Advils make Yoshi feel good, but yet I’m still wanting to chop my arm off. Do I go, “Oh, well, Advil doesn’t work?” No, that’s not necessarily the case. It’s just-

Yoshi:

Well, navigating these marketing tactics from these different competitors, and I think when you have certain marketing tactics, certain customers have expectations. When you don’t come through with that follow-through, that’s really where the confusion begins and I think Pancho speaks to us just being consistent. That’s why our follow-through is like at a hundred percent there.

Pancho:

Yeah.

John:

What’s your go-to, Yoshi?

Yoshi:

I’m like Pancho, I love the 1500. Berry’s my flavor of the tincture.

John:

Your tinctures are full-spectrum, right?

Pancho:

Broad.

John:

Broad-spectrum, that’s right, that’s right. Yep, okay.

Yoshi:

I love the PM, too.

Pancho:

The PM, yeah. I mean, look-

Yoshi:

The gelcaps.

Pancho:

The gelcaps and again, we tested our gelcap, I mean, excuse me, we tested our tincture and we landed on mint because the biggest feedback that we were getting during the focus group was it’s the most palate-complementing to brushing your teeth because they just brush your teeth than you intended versus, “We tried Orange and they Berry and the just Natural as well and”… Yeah, then do so. If you want to sleep, you got to do it, but the joke is you don’t have to worry about it.

John:

No, that’s cool. Yoshi, if you don’t mind, what’s the biggest factor that brought you to cbdMD? You were before Pancho, right?

How Yoshi and cbdMD came to be

Yoshi:

Yeah.

John:

What drove you? Kind of where did you come from? If you don’t mind, just giving us a little bit of your background as kind of the ground floor top five guys in here.

Yoshi:

My background’s a little bit different than Pancho’s. I actually come from the cultivation side of the cannabis industry, so-

John:

Oh, cool-

Yoshi:

I worked out in California for a couple of years. That’s where I learned a lot of my base knowledge around cannabis and our industry.

John:

Okay, so you had some familiarity with it-

Yoshi:

Yeah-

John:

Before you… Okay.

Yoshi:

Yeah. I think that’s probably the biggest step up that I’ve had apart from all of my other colleagues is that I actually experienced it on the ground as the medicinal industry was kind of fading out. Recreational, the suits were stepping in. It was becoming more of a buttoned-up industry.

John:

Sure.

Yoshi:

What attracted me to work for cbdMD is the passion. It was visual, it was palatable, the passion that everybody had and they showed.

That was the thing that was the most attractive to me and that’s something that still keeps me going every day is working with people like Pancho who not only to have the aptitude to learn more, to be better, but to have the desire to always be better than we were before and to just be great. That’s Pancho’s signature and that’s something that I want to talk about in terms of like what he is and his like core values.

His email signature is “Be Great”, and I think that really speaks to who he is and who he wants to surround himself with.

John:

No, that’s awesome. Our mantra for this podcast, it’s “Live Well, Be Well”, but it’s “always be better” and super aligned. If you can take every day and find something that you can be a little bit better at tomorrow, that compounding effect and what it has over time is huge. It’s what you’re showing your kids and the people around you.

You as a leader, Pancho, I don’t know how many people you lead now, but I know everyone who you do lead has the utmost respect for you and that is the coolest thing, which is one of the main reasons I wanted you guys here is because we share a lot. We’re aligned on a lot of the same principles and it’s really neat.

Tell me a little bit, and don’t be modest here, tell me a little bit more about your honors from Hearst and Google and Columbia and the context of where you are today and what that means. I know I probably threw you a curveball there. You didn’t see that one coming, but tell us about it. I think it’s important.

Pancho:

You’re talking about like in regards to like accolades and stuff like that?

John: 

Yeah. 

Pancho:

My calling card’s always been I’ve been very blessed to be able to get people to collaborate toward a common goal. Some of the teams that we did just broke records. For Hearst, we took an office in Wilson, North Carolina, home of the greatest barbecue and Tobacco Road and-

John:

Sure.

Pancho:

Well, it’s pretty good barbecue. Come on, Texas is another level, but-

John:

There’s brisket.

Pancho:

Yeah. Yeah, yeah, yeah, yeah. No, we did very well. I think the knack that we were able to do is just unite on a common goal and really strive to be the best. A little town in Wilson, North Carolina, all of a sudden we have got massive digital sales, doing great, which then garnered us an opportunity to build a hub here in Charlotte. Look, I’ve just been really-

John:

Huge.

Pancho:

Lucky to work with great people that buy into the whole work hard, live hard, try-hard, and the whole-

John:

No, no, no, that’s good.

Pancho:

Work smarter, not harder, I don’t really love it. I work smarter and harder.

John:

I like it. I like that a lot.

Pancho:

I don’t like being lazy.

John:

You’re talking to your customer here, right? We have a lot of mutual customers-

Pancho:

Yes.

What to look forward to from cbdMD

John:

If there’s something that you wanted to tell your customers on what’s coming from cbdMD in the future, what can we look forward to, things like that. Give us maybe a sneak peak at something that you guys are working on in 2020.

Pancho:

We’re continuing down the same path of being bullish on focusing on efficacy, focusing on things that we can incorporate CBD and our learnings into your daily regimen. We just launched the vitamin-C CBD gummies, which we’re pretty stoked about. We’re continuing to just think of lifestyle things for the summer.

We’ve already talked about it, I mean, I’ve got to be careful because we’re publicly traded and I don’t want to… We’re looking at products like lip balms, things that you can continue to incorporate in your daily regimen and continue to get CBD into your system to get into that homeostasis that we all seek.

Then, on our Paw CBD line, we’re going to continue to expand there. What we’ve seen on that front has been dramatic with so many Americans that now have four-legged friends be as significant to them as their children and they look at it as such, to be able to improve and enhance their quality life with CBD, for me, it was eye-opening.

I had heard, read, studied, but to hear the testimonials of, “Hey, my dog hasn’t gone upstairs in years and now the regimen of cbdMD into their life, they’re far more agile and far more lively.” That’s pretty good.

John:

Yeah, we’ve seen-

Pancho:

I love it.

Wrap-up and music appreciation

John:

Testimonials come in and it has a huge impact on pets, huge, and I think it’s awesome to see that. In closing, there are two questions we ask all of our guests.

Pancho:

Okay.

John:

Okay, so number one is, who is one person in your life that you don’t give enough credit to for your success?

Pancho:

Dang. I give a lot of credit, though. I do. Look, I do. Honest, it’s like I tell the crew, look, I’m not smart at all. I’m willing to outwork and outhustle, but no, like a lot of people have helped me. My parents, obviously, my mother, and then, I always give Rich Owen, my mentor, a lot of credit because when I was younger I was a lot more cavalier and a lot more brash in regards to I knew that I was talented in specific fields and I wasn’t as open to hearing people, which was off-putting. He was awesome enough to see past the ego and dive into his insecurities and build me up to be a better human. I would say those two.

John:

Cool. Yoshi?

Yoshi:

I would say my brother. Me and my brother are competitive in every aspect of the way and something that we always say is, “Iron sharpens iron”, you know?

John:

Sure.

Yoshi:

You’re only as good as the people around you, and so my brother’s a big inspiration to me, not only what he’s able to accomplish in his life but who he is as a father and as a husband. That speaks volumes to me and it’s a great representation of who I want to be and what I want to work towards.

John:

That’s awesome. Thank you guys for sharing that. Then, question number two is a fun one. What is your favorite song of all time?

Pancho:

My favorite song of all time?

John:

Music is a very emotional thing for most-

Pancho:

Yeah, yeah, yeah-

John:

People, right?

Pancho:

That’s tough, man. I could answer the movie like that, but song, man. Amazing song. I don’t know, man.

John:

I know. It’s a-

Pancho:

I love music. My music choices are pretty diverse, so I don’t know if I go old school or I go new school. Ooh, so I do like Aaron Lewis and Fred Durst Outside. That’s a great song for me. I guess that where I land. I land on Outside.

John:

I like it. Yoshi?

Yoshi:

Oh, man.

Pancho:

It’s tough, right?

Yoshi:

That is really tough, like I’m just saying-

Pancho:

Music every day.

Yoshi:

I go to movies and I’m like-

Pancho:

It’s crazy.

Yoshi:

All day.

Pancho:

Yeah. Just because where we’re at in the month, I was about to immediately say, “Europe, Final Countdown. Final Countdown, we’re almost out of COVID, let’s go. Final Countdown.”

Yoshi:

Send that to the crew. That was like the best.

Pancho:

Let’s do that one.

Yoshi:

Surfaces Sunday Best is probably what I have like-

Pancho:

Oh, man-

Yoshi:

It’s on repeat right now-

Pancho:

Such a good song.

Yoshi:

I would go to a Queen song. I would go to probably one of the Queen songs from the Bohemian Rhapsody record.

Pancho:

Oh, great-

Yoshi:

They’re just-

Pancho:

Record man.

Yoshi:

That’s just something you put on repeat and it just goes-

Pancho:

It’s like 13 minutes long-

Yoshi:

Every song-

Pancho:

You can’t go wrong with that.

John:

Yeah, I’m going to go with Queen-

Pancho:

Yoshi.

John:

Great answers, guys. Is there anything else you want your listeners to hear before we kind of wrap it up?

Pancho:

No. I mean, look, the biggest thing I would say is that we don’t take it lightly how we’ve been, especially during COVID, been welcomed into so many people’s homes who in the past have been a little resistant about CBD in general. We are just thankful that we can be part of the solution and we look forward to continue to become that option to be a source for wellness, and for anybody that’s willing to give us a shot. Look, as a partner, we’ve always been very bullish on, “Look, we want to make it as easy as possible.”

We do have the 30-day money-back guarantee, no questions asked, and even for our wholesalers, too. It’s like, “Look, we understand that regionally different products are going to resonate different.” We are very bullish on our goal, which is all we want to do is we know that if people give us an honest opportunity to be a part of their daily regimen, we can enhance their quality of life. That to us is what keeps us going.

John:

Yeah, and I know I speak for Pancho when I say this because we talked about it before we started recording is thank you to our current customers. Thank you-

Pancho:

Absolutely.

John:

For sticking with us. Thank you for continuing to order and thank you for everything that you do. We want to do this for you and you are doing it with us along this journey, so thank you to everybody who’s currently a cbdMD customer.

Thank you for listening. You can keep up with episodes on iTunes, Google Podcasts, Spotify, or wherever you listen to podcasts. You can also visit directcbdonline.com where you will find all podcasts under our Resources section on the main menu bar. You can use coupon code “livewellbewell” for 25% off of your first order. Remember to always live well and be well. We’ll see you next time.

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